Negotiation in International Business
Duration
2 days.
What is this course about?
Negotiation skills are not readily transferable across cultures and countries. No course can hope to train anyone to negotiate successfully in a manner that will be applicable throughout the world. On the other hand, the principles of good negotiation and being able to learn how to negotiate across cultures are core skills that all international companies and managers need to understand. This course takes experienced negotiators, or builds on the negotiation skills course, and helps them understand how to create a good negotiating style that will stand them in good stead throughout the world.
What is this course about?
- Sales and marketing directors and sales managers
- Other CXOs
- Board members
Objectives
- To create awareness of the transferable skills that good negotiators have and to create awareness of the non-transferable skills in negotiations across cultures and country boundaries
- To create an awareness of how to develop appropriate negotiation skills for a new environment and country
- To create an awareness of how to work with local skilled negotiators, thereby developing more of the learning culture that we inculcate and developing a continuous improvement process
- To develop the board's understanding of how negotiations function in different environments.
Key topics covered
- Analysis of negotiation itself, breaking it down into common factors and culture-specific factors
- Development of negotiations so that we create an awareness of what is always specific and what is always generic
- Methods of dealing with local negotiations
- Use of language, including body language
- Simulations and discussion
Course programme
1. Analysis of negotiations
- What elements are likely to be present in any negotiation
- What elements are likely to be specific
- How to generalise the specific issues
- What makes a good negotiator
- Then the multicultural or cross cultural elements
2. The end results
- What is to be achieved by the negotiation, including a sale, reduction in costs, greater transparency between companies, better terms, better time scales, delivery of business benefits
- What is essential otherwise there will be no deal
- What can be modified
- What is the minimum requirement in each element
- How to introduce each of these elements and when (if at all)
- The same exercises for the other side
- Win win and quid pro quos
- Then the multi-cultural environment
3. Live exercises
- Establishing what is success for both sides
- Different scenarios and opportunities for negotiation
- Results
4. Interpersonal skills
- What it means in a cross-cultural environment
- What is normal and what is common
- Right brain, left brain
- Neuro-linguistic programming
- Transactional analysis
- Concessions and their use
- Arbitration
5. Review and overview of negotiations
- What to look for in negotiating styles
- How to mentor people and manage negotiations
- How to judge when you have been successful during negotiations
- Further learning
